Custom Retail Training Unlocks In-Store Sales Potential 

Acosta Group Helps Merchandisers Turn Featured Products Into Powerful Sales Drivers

How We Did It

A leading healthcare brand knew it had a powerful in-store asset: its Retail Coverage Merchandisers (RCMs). But without structured tools and training, potential gains—like feature item ordering (FIOs) and strategic display placements—were slipping through the cracks. 
 
To close the gap and improve in-store execution, the brand turned to Acosta Group’s In-Store Training experts. Together, we designed and rolled out a customized nationwide training program for RCMs aligned to key performance indicators (KPIs) and sales goals. 

We focused on two high-impact areas: 

• Feature item ordering 
  We trained RCMs on order processes, sales trends, and inventory strategies to improve feature placements. 
• Strategies and sales scoring 
  We shared proven techniques for engaging store teams, enhancing product placement and displays, and maximizing sales opportunities. 

The program used interactive modules, real-world scenarios, and store-specific tactics, enabling merchandisers to apply insights immediately. Within three months, the results spoke for themselves: a 214% surge in feature item orders. 

We also aligned the training to seasonal sales trends, helping associates and RCMs make smarter, better-timed ordering decisions. Feedback loops were built in, allowing us to continually refine strategies based on real-world execution data. 

The takeaway? Customized retail training drives real results. 

Need to boost your in-store performance? Let’s talk.